Which group of products are enterprise networking products? (Choose the best answer.)
AiWAN, Vipleta, Meraki
BWAN, LAN, Wireless
CSalesforce, Box, AWS
DRouting, Switching, Access Points
Which task is the responsibility of the Renewals Manager? (Choose the best answer.)
Amanaging the Success Plan
Bmanaging recurring revenue risk
Cbilling recurring revenue contracts
Ddriving adoption of specific technologies
Which service offering assists the customer in preparing for emerging industry trends? (Choose the best answer.)
ATraining
BManaged
CAdvisory
DTrending Technical
What is the key implication on-time renewals have for an IT provider company? (Choose the best answer.)
Aincentives will be paid
Brecurring business is preserved
Cimproved customer satisfaction
Dno major impact if sales are on plan
Question 6
Renewals Process
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Question 7
Customer Experience
Question 8
Customer Success
Question 9
Customer Experience
Question 10
Renewals Process
Question 11
Cisco Tools and Processes
Question 12
Cisco Tools and Processes
Question 13
Cisco Tools and Processes
Question 14
Customer Experience
Question 15
Customer Experience
Question 16
Cisco Tools and Processes
Question 17
Renewals Process
Question 18
Customer Experience
Question 19
Renewals Process
Question 20
Renewals Process
Question 21
Cisco Tools and Processes
Question 22
Cisco Tools and Processes
Question 23
Roles and Responsibilities
Question 24
Renewals Process
Question 26
Renewals Process
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Which area of the Success Plan is the Renewal Manager responsible? (Choose the best answer.)
ASolution Renewal
BSuccess Plan Hypothesis
CAdoption Barriers Overcome
DBarriers Predicted
Which is the first step in a solutions-led sales approach? (Choose the best answer.)
Apresent quote to customer
Bidentify the latest technology release
Cexamine previous purchases
Dunderstand the customer’s objectives
Which discussion point helps upsell a customer? (Choose the best answer.)
ADiscuss your priorities and why you need the sale.
BDiscuss changes in the network and identify any uncovered additions to the network.
CFocus on what the customer already has covered on the network.
DFocus on how much it will cost the customer.
Which licensing model is the most complex for a customer to manage? (Choose the best answer.)
AEnterprise agreement
BManaged service agreement
CSubscription
DA La Carte
Which task should a Renewals Manager perform during the Prospect phase? (Choose the best answer.)
ARisk Mitigation
BRisk Assessment
CReview new opportunities
DTerms negotiation
What does TPV mean? (Choose the best answer.)
ATotal Product Value
BTotal Partner Value
CTotal Partner View
DTelepresence Value
What is the future state goal of licensing at Cisco? (Choose the best answer.)
ARight to use
BSmart License
CClassic PAK
DStandby License
Which of the Cisco Security product offerings focuses on identifying abnormal or suspicious network behaviors? (Choose the best answer.)
AAppDynamics
BMeraki
CTetration
DStealthwatch
Which services are contained in the CX portfolio? (Choose the best answer.)
ASupport Services, Business Critical Services, Professional Services, Managed Services, and Learning Services
BSupport Services and Business Critical Services
CSupport Services, Business Critical Services and Professional Services
DSupport Services, Business Critical Services, Professional Services and Managed Services
What is the primary customer value of the Cisco Services Portfolio? (Choose the best answer.)
AServices packages tailored to specific customer needs
BOn-call, 24/7 service technicians at all levels
CServices priced based on usage
DCustomers can develop their own service offerings
Which architecture addresses customer needs for voice, video, and data? (Choose the best answer.)
ASecurity
BCollaboration
CEnterprise networking
DData Center
Which steps to develop a renewal quote are valid? (Choose the best answer.)
AAsk the customer for Renewal data, Evaluate new requirement, Quote new services.
BIdentify the barriers to adoption, Ensure the customers is using the solution, Work with the Account Manager to create a Quote.
CIdentify the items to renew, Verify the Discounts, Confirm the Shipping address, Verify the Billing entity.
DPosition the new technology, create a Quote, Order the Quote.
An important Cisco customer has a large number of individual licenses for Cisco One in Enterprise Networking and engages many Webex users. The customer has expressed the intention to grow both groups and needs a compelling and simplified proposal. Which Cisco offer represents the best value for the customer? (Choose the best answer.)
APropose to mitigate to perpetual model.
BSuggest a simplified discount DSA with the total of licenses from each product Cisco One and Webex.
CPrepare a Partner Branded Managed Service deal.
DAsk Cisco team to engage into a Smart Account or Enterprise Agreement and propose a creation of a Customer Success Plan.
What is the primary measurement of success for a Renewals Manager? (Choose the best answer.)
Apercentage of contacts closed
Bupsell percentage
CiARR rate
Drenewal success rate
Which action should a Renewals Manager take first? (Choose the best answer.)
AMeet the customer and perform a renewals diagnosis
BDownload contract data and develop a renewals strategy
CMeet and confirm the AM, CSS, CSM and their resources
DAssign an RS to priority account
How does Cisco define ATR? (Choose the best answer.)
AContracts/subscriptions that are available to renew.
BAny customer agreement where attrition has been an issue.
CContracts/subscriptions that have attrition terms revoked.
DATR is the sum of RR and iARR, minus the attrition rate.
Which product addresses network segmentation issues and is comprised of Viptela and Meraki products? (Choose the best answer.)
ACloud services
BSD-WAN
CTetration
DSecurity applications
What support should an RM take from the CSM? (Choose the best answer.)
AOversee the closure of contracts.
BBook customer-service briefings.
CCommunicate new green field opportunities.
DCommunicate value and the impact of Cisco solutions.
During which activity of the renewal process would an RM provide an appropriate co-termination timeframe and gain required internal approvals? (Choose the best answer.)
Aquote delivery
Bbilling
Cproposal build
Ddeal strategy
Which strategy contributes to the successful renewal of service contracts? (Choose the best answer.)
ADiscount multi-year service agreements.
BLock in revenue streams through co-termination.
COffer discounts.
DCommunicate product performance, pricing, and position.